Position Objective: Responsible for building and maintaining strategic relationships with the marketplace that directly and indirectly drive sustainable business growth across the SEA region.
Key Relationships:
- Internal Relationships: RH Espire SEA, Espire Onshore Team, Espire Offshore Team, Espire Resources allocated to Clients,
- External Relationships: Espire Global Region, Client Stakeholders, External consultants, Partners and vendors, Industry Bodies
Main Accountabilities / Tasks:
- Responsible for developing business relations with the marketplace that increase client acquisition and client retention across the SEA region.
- Responsible for identifying & qualifying opportunities in the marketplace and driving strategic conversations from the first point of contact to client acquisition.
- Provide thought leadership and commercial acumen in evaluating, selecting, and forming an alliance with potential clients/technology/service partners/vendors.
- Ensure new initiatives are aligned with Espire Vision & Roadmap.
- Validate sow before submitting to Client. This includes non-technical aspects but is not limited to – the delivery model, commercial, legal, support model, and licensing.
- Facilitate demo and capability presentations to clients, ensuring a great customer experience.
- Accountable for consistently communicating the business value that Espire delivers to the customer.
- Responsible for validation of tender responses before final submission to Client.
- Accountable for ensuring tenders are submitted.
- Ensure tender and SOW are delivered on time as agreed.
- Accountable for providing dates and estimates to clients as agreed.
- Drive Strategic and thought leadership discussions with current customers and new accounts.
- Identify, Develop, and build a consistent flow of pipelines and convert opportunities for sustainable growth.
- Foster and maintain relationships across the customer base to maximise growth.
- Accountable for all account management activities.
- Responsible for keeping the internal team aware of account management issues.
- Build a deep understanding of client domain, organisation structure, needs and key decision makers.
- Continually build personal knowledge of industry trends, market situations, business drivers, and competitive situations.
- Responsible for outreach to build a pipeline flow of leads (including Social Media)
- Responsible for upholding Espire Values in the marketplace (including Social Media)
Person Specification:
- Domain: IT Services/ Software Services/ Customised Application Development/ Outsourcing/ IT Staffing Services.
- 7+ years' services sales experience across APPLICATIONS, CLOUD, SAAS
- 5+ years' CONSULTING experience across data-driven transformation strategies for complex environments
- High-Level Presentation and Negotiation skills.
- Experience in selling to the insurance sector will be an advantage.
- Bachelor's degree or experience equivalent
- Experience in structuring and winning large deals
- Hunter and closer DNA
- Excellent communication and presentation skills
- Ability to work autonomously and with minimum supervision.
There is currently a small team in SEA; therefore, this is an excellent opportunity to have loads of fun whilst enjoying the flexibility of working with a small, knitted team. The market is vast, the investment is there, and plenty of opportunities exist to grow.
